LEARNING OBJECTIVES:

Distinguish between three broad categories of institutions that constitute the wholesaling sector.

Define how an independent wholesaler-distributor adds value and explain why this sector is growing.

Detail the mechanisms by which channel members join federations or alliances that offer exceptional services while cutting costs.

Identify the major distinctions between a wholesaler voluntary group and a dealer cooperative, and relate this distinction to the value they provide members.

Describe how wholesaling is being altered by electronic commerce.

Compare sales agents with wholesaler-distributors in the ways that matter to a manufacturer.